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Sell Solutions
How to Sell Business Results to the Executive
Solutions integrate products and service to optimize a technology’s value proposition. The value of the solution is greater than the sum of its parts.
Customers buy solutions because they believe the solution will enable them to achieve strategic results, such as improving operational productivity, building competitive differentiation, capturing new opportunities, increasing customer satisfaction, etc.
People buy results, not functionality. Without insight into the business application, a technology sale is just a comparison between the features and functions of competitive products. In this situation, your product is a commodity. Most likely the lowest price determines who wins the business. There is little room for profit in sales like these. To get the price you deserve, you need to show the customer how your solution will help them implement their business applications faster, easier, better or cheaper than other competitive alternatives.
Your Problems & Our Solutions... learn more
Why Sell Solutions?
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| Increase sales productivity. | Build value by selling cross-functional results. | Help the buying committee look good to the boss. | Solve business problems to increase sales momentum. |
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SELL RESULTS: What Every Salesperson Needs to Know tells you what you need to know to sell technology solutions. |